S&P Dow Jones Indices

The Role Director, Defined Contribution (DC) Plans and Multi-Asset Indices

The Grade G13

The Salary Up to $225,000

The Location North America

The Team

The Channel Management group is responsible for developing and executing S&P Dow Jones Indices (SPDJI) strategy to further index adoption and increase penetration of our offerings in specific client segments (Insurance, Asset Owners (AOs), Consultants, Financial Advisors) with the goal to generate direct and indirect revenue.

The AOs team is responsible for establishing and managing relationships with key investment decision makers and influencers responsible for Defined Benefit, Defined Contribution (DC) and other tax-exempt assets in Public Pension Funds, Corporate Pension Funds, E&F, and Taft Hartleys.

The Impact

In this role you will focus on the DC ecosystem and multi asset indices utilization to join our AOs team at SPDJI in the US. As Director of DC AOs, you will focus on growing the footprint and adoption of SPDJI indices with a focus on multi asset indices and Target Date offerings, across AOs, Consultants, Recordkeepers, Industry Organizations and other fiduciary institutions. You will be responsible for developing and executing the sales strategy to drive annual sales and revenue targets. You are a proven commercial leader with deep knowledge of the DC ecosystem and passion for accelerating our customer's retirement's transparency. You will drive client identification, strategy development and implementation.

You will report to the Head of the North America AOs team and will work closely with all parts of the SPDJI organization, including Client Coverage, Channel, Product, Research, Client Services, Legal, etc. You will be an ambassador for SPDJI and cultivate a high-performance culture of client-centrism, disciplined execution, collaboration, innovation, and integrity. We believe that this is an exciting opportunity to be part of our organization.

Responsibilities

Commercial Strategy :

• Generate demand and adoption of SPDJI multi asset indices and target date indices
• Collaborate with internal and external parties to secure successful implementations of mandates
• Support SPDJI linked products issued by our asset managers partners
• Understand the indexing landscape and effectively deliver analysis comparing and contrasting SPDJ Indices with competitor indices
• Effectively present and distribute these messages in the DC ecosystem to increase awareness and penetration of indexing and SPDJI
• Develop methodical outreach efforts via calls and emails to obtain meetings with key players and decision makers in the DC ecosystem
• Update clients on index developments and innovation, research and analytics
• Record outreach efforts using SalesForce as well as other tools as necessary, reporting results frequently

Sales and Business Development

• Manage relationships with clients and actively prospect new DC Asset Owners focusing on key decision makers, investment staff and influencers in the investment selection process
• Represent S&PDJI's value proposition educating clients about indexing solutions for passive replication, data and custom possibilities. Solutions will focus on multi asset call indices and DC solutions
• Cultivate a deep understanding of indexing trends and needs by interacting frequently and proactively with clients, peers and industry experts.
• Become the clients' source for indexing needs and solutions
• Facilitate clients' access to SPDJI resources in product management, research, etc.
• Foster collaboration among internal resource, clients and partners to drive innovation in the creation of indexed products and solutions.
• Build programs to deliver education, work with internal teams and external parties and partners to execute the plan.
• Assist in the coordination of events to leverage S&P Dow Jones Indices subject matter experts in the DC ecosystem
• Provide general support for S&P Dow Jones staff wanting to leverage channel education opportunities in USA; evaluate other education opportunities.
• Represent S&P Dow Jones in events and conferences as they pertain to the DC ecosystem, including vetting and selecting conference opportunities, identifying speaking opportunities and topics and finding appropriate speakers within S&P Dow Jones Indices.
• Collaborate and achieve buy-in with key internal stakeholders such as product management, sales and channel colleagues to communicate priorities, coordinate activities and provide direction and timelines for content production to support campaigns.
• Identify themes and ideas trending in US DC markets and coordinate with Index Investment Strategy, Product Management, and Research & Design teams to develop research and content addressing those topics.

• Collaborate across different product and sales teams to deliver the right suite of solutions for each client
• Leverage product, market, and technical expertise to build and maintain credibility with clients, identify gaps, and recommend solutions; and deliver on revenue-generating goals

Qualifications:

• 8+ years of successful track record in a relationship management and/or revenue generation role with experience in the DC ecosystem
• Bachelor's degree required; MBA and/or CFA degree preferred
• Extensive industry knowledge about most impactful trends and future direction of retirement markets
• Results driven leader - owns partnerships as key enablers to deliver business objectives
• Strong consultative sales approach and capabilities; experience in solutions selling
• Ability to drive growth through proven sales results, from prospecting to pitching to closing
• Ability to stay on top of evolving index trends in retirement markets, with a continues desire to learn
• Effectively operate in a highly team-oriented and collaborative environment
• Strong presentation, strategic thinking, interpersonal, negotiation and closing skills

Critical Experiences:

• Proven industry experience in driving revenue generating opportunities in the DC ecosystem
• Knowledge of the DC Asset Owners landscape, the intricacies of the investment and decision-making process, and the competitive landscape
• Knowledge of the US DC networks and influence forums (publications, events, conferences).
• Effective client communication skills in conversational speech, writing, and public speaking
• Demonstrated ability to educate colleagues and clients and drive sales outcomes
• Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieve nearer-term results. Breadth of vision is required
• Experience engaging with a range of players across organizations from Sales to Product Managers, etc.
• Experience achieving results through influence and cross-functional collaboration internally and externally
• Proven ability to work efficiently in a collaborative selling environment while maximizing resources available to achieve success
• Demonstrated ability to connect with key influencers and decision makers in the DC ecosystem resulting in significant travel of up to 50% of the time. Proven ability to work effectively while traveling including monitoring email, phone, and submit timely activity reports